This course presents a framework for analyzing the sales organization’s growth capability, using insight into historical revenue retention and churn, and analysis of two different sources of growth – new customer acquisition, and customer expansion.

These analytics - using a specific approach called “MAP” for Maintenance, Acquisition, and Penetration - gives managers and salespeople clarity into how growth is achieved (not simply “how much”). Adapted from the “Ansoff matrix,” MAP provides a sales planning methodology and quantitative analysis tool tailored to business-to-business sales organizations.

MAP is easy to adopt; it requires no specialized software, and makes use of data sales organizations have on hand. In our view, few tools offer sales leaders as attractive a ratio of value-to-difficulty as MAP, and for this reason we suggest managers include MAP in their set of go-to analysis tools.

Use your Sales Management Association member email to enroll in the course, using the form below.

If you are already an Associate, Individual, or Corporate member, you will be automatically enrolled at no cost.

If you are not yet a full member of the Sales Management Association, the single course fee is US$60.00. Enrol with your email here, and you'll be sent payment instructions.

Learn more about full membership.

We'll send you an email with instructions on accessing the course. Having trouble or need help? Reach us at support@salesmanagement.org.